2016: Matt Nugent

Graduation Year: 
2011 with a degree in Finance. I took every Pelham sales class.

What I do:
I'm a Sr. Regional Sales Consultant at Modernizing Medicine on the Dermatology team. In short, I sell medical software. Modernizing Medicine provides cloud medical specialty-specific clinical, scheduling and billing software, most of which is based on a monthly subscription model, measured as MRR (Monthly Recurring Revenue). EMA Dermatology is our flagship product that is ranked #1 for Dermatologists with a dominant market share, etc., etc. I've never worked for a company that was not #1 in its market and I don't plan on ever changing that policy.

Most of the sales process is done remotely, with the exception of semi-annual trade shows and some in-person selling. Initial engagement and needs discovery are commonly done via call and email. Most demonstrations are done via Go To Meeting video-conferencing, wherein we screen-share an image of our iPad for a real time demonstration. After a demonstration, the next "sales stage" is to email a proposal with pricing in .pdf form. You can always skip the proposal stage and send them an agreement to sign (one of my best sales mentors here says never call it a "contract" and to use the term "agreement", but they are synonymous in this context). We send agreements via email for e-signature using Adobe Echosign, which allows decision makers to sign formal .pdf documents. Once the agreement between modmed and the practice is signed, we have the kick-off call with their Client Adviser that works with the medical practice though training, thus completing the sales process.

The experience has been great overall. I travel a lot, I have a great work life balance and living in tropical Florida isn't bad. You won't miss the cold and there is still pork roll down here. I was one of the first people to sell a medical software product [EMA] with [an integration to] IBM's Watson, so that was cool. The feature was called schEMA. The only negatives about Florida are: 1. You won't make as much money, and 2. The communication style is much different. Down here, people will often hesitate to make a suggestion for the best interests of the team in fears of that same suggestion will hurt one individual's feelings. Northeastern people often speak with candor, and they will often not take personal offense to a such a suggestion, provided that suggestion was made respectfully and made with the best interests of the team at heart.

What PSE has done for me:
PSE has given me a network of job opportunities, meaning I've never had to worry about finding a job, ever. The PSE experience, including but not limited to Pelham's sales classes, my own undergraduate competitions and practicing with current students, has given me the framework, and more importantly, the validation that I am a true sales professional. PSE has given me some of the closest friends that I will stay in touch with for the rest of my life. Most important, PSE showed me how to be part of an A-class organization. Some people you will work with will have never experienced being on an A-team.

What PSE means to me:
PSE started as a business organization and it has evolved into a community, a lot like a family at this point. A family of A-players, for sure. The great philosopher Warren Buffet says "always hang out with people better than you" or our founder Allen says "you are the culmination of the five people that you spend the most time with." PSE is like having an auxiliary, full-stack cabinet of business advisers with you at all times. Since graduation, I have called on fellow Zeta Zetas for professional advice in situations relating to finance, marketing, sales management, banking & lending, recruiting & compensation and more. Having this network of people with a superior grasp on such fields of business increase my knowledge base, thus increasing my value provided to my customers.

Any other details to include?
It's funny to be an alumni looking in, sometimes. With every successive cohort of undergrads, we alumni become that much more of "distant adults" to the undergraduates looking out. As an alumnus looking in, I view every student as my peer. I believe there is something new I can learn from every person in our ranks. As a student, there is a career insight or a job opportunity that exists with each of the alumni. It warms me to see more and more student-alumni engagement each year. Every event that combines students and alumni serves to shorten that "student-alumni" distance that we can't help but endure each year. Any similar initiatives, such as a resume/hiring manager database on the part of the students or a scholarship on the part of the alumni, further serve to shorten the student-alumni distance. Such a win-win ecosystem between students and alumni makes a great case for the further efforts of the alumni organization.

"As my closing remark, it is my intention to make this one of the best organizations that you want to stay a part of throughout your entire life. With a seemingly limitless supply of students and alumni that wish to contribute to that mission, whether it be a lot of a little, I believe we will maintain our steady, positive progress in the coming years."

We thank you Matthew for all your efforts, keep up the good work!